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Good morning agents, or afternoon, evening, its morning here as I’m recording this, but todays video we are going to go over the different types of Final Expense Leads in the final expense market. I am Matt McCray, agent and success coach here at FEXsuccess.com, thanks for joining us today. So basically we are going to go over and talk about the different type of Final Expense Leads that are available to agents who are in the final expense market or if you’re an agent not in that market your just looking at the opportunity of becoming an agent in the market. So there are 6 basic types, we will go through them one at a time.

Final Expense Leads direct mail

The first one, definitely my favorite, typically the best type of lead that’s out there is going to be direct mail. What is a direct mail lead? Final Expense Leads It’s a card or letter that gets mailed out by a mail house to people in your community or your local area where you want to sell insurance. And the idea of the letter is to explain to the person if their eligible for a life insurance plan, eligible for additional benefit, eligible for a final expense program; talks a little about what it is and asks them if their interested and would like to receive more information, they have to fill out the card and then drop it in the mail and it comes back to the mail house who then sends it over to you and you have a direct mail lead. One of the good things and one of the reasons why I really like direct mail Final Expense Leads is because the person your doing the mailing to they have to take some action to request it, its not like some of the other leads we have where there’s no action taken on their part. So lets just put yourself into the mindset of the customer who receives the letter in the mail. They go out to the mailbox, bring the mail in, put the mail on the counter and eventually they get around to reading the mail. They start opening, lot of stuff their just tossing they get to the letter that talks about additional benefit for life insurance program and they decide to open this letter and read it and they sit there an think hmm toss or hold onto? Well the ones that you got back are the ones the person decided to hold onto. So that’s great, step one. So now they hold onto that letter whether they fill out immediately and put it out the next day so the mailman picks it back up or if they leave it on the counter to think about it. So lets say they leave it on the counter and think about it, they are going to discuss that with their spouse when they come home or there sitting there at dinner having dinner and discuss it or whatever, their going to discuss it, their gonna say yes this seems to be a good idea lets see if we are eligible we don’t have life insurance lets see if we are eligible to get some lets see what this is all about so they take the time to fill the card out, they put their name, their age, their phone number all that information and they walk back out to the mailbox and put it in the mailbox so this person filling this card out is hey there putting some thought into it, its not us talking them into it via a telemarketing lead, we aren’t putting any pressure on them, they are making the decision, we put the information in front of them and they decided to take action, I love those leads, their the best. So that’s one type of lead that I definitely recommend you start getting if your in this market, if your not already getting them, start getting them as soon as possible.

Final Expense Leads telemarketing lead

The next type of lead is the telemarketing Final Expense Leads, now this is more of an interruption based marketing practice. Put yourself into the eyes of the person where you’re the customer and what were doing here is they could be in the middle of watching a television show or at the dinner table having dinner or lunch, in a heated conversation or in a good conversation, whatever it is, their in their world and all of a sudden out of nowhere ring ring ring their phone is ringing off the hook and they happen to answer it and at the other end is a telemarketer “hi, this is so and so from such and such place and we have a new burial insurance policy, are you interested?” that’s not exactly what’s said but that’s the ideology of it. So this person is taking a two or three minute conversation right now there not putting anytime into thinking about it, their just talking to the telemarketer and either saying yes I’m interested or no, now the ones you get said yes at one point, they may have said no then the telemarketer came back with a rebuttal and now their saying yes its okay to talk to somebody so this type of lead is interruption marketing, do they work? Absolutely, we sell a lot of insurance based off telemarketing leads, its one of our primary leads we start our agents off. One of the good things about the telemarketing leads is they are cheaper, we can turn them around very quickly, a telemarketing company if you place an order for 20 or 25 leads or however many your purchasing and typically within a couple of days you start getting your leads and your lead order finished up within a week. With direct mail its typically gonna take 3 weeks before you start receiving your leads. So telemarketing leads are cheaper and quicker turn around time and they do work. Do they work as good as the direct mail? No, absolutely not, but they’re a great way for you to start getting Final Expense Leads and getting into the selling and seeing people as soon as possible. When it comes to telemarketer leads there’s typically 3 types, a cold calling type where its like what I described, the telemarketer is talking to the person.

Final Expense Leads press one leads

The next type, is illegal, don’t use them, voice broadcast or press 1 or voicemail Final Expense Leads. There called many different things. The bottom line is they are illegal and have been since 2009, September 1st and the reason their illegal is because everybody was doing voicemail or voice broadcast leads because they were so effective, they worked so good and were so cheap there’s these phone companies where you can take a prerecorded message thirty seconds or twenty seconds about burial insurance, you can send that call out to 10,000 or 15,000 people in that one time so imagine all these people across the nation are getting voice broadcast calls about credit cards, about cruses, about insurance, you name it, security systems, they were getting them like crazy so people started complaining and the FTC decided to outlaw that type of marketing and its no longer allowed. Now yes there are still companies that are doing it, there’s still some agents that are using them, stay away from them, anyone who tells you there legal are lying to you don’t believe them, you could be sued, the insurance company that you represent could be sued, I’ve seen it happen in both cases, you could lose your license for illegal marketing practices so stay away from voice broadcast leads.

Final Expense Leads Avatar Leads

The third type of telemarked is gonna be an avatar lead, this is kind of somewhere in the middle of those two. At this time those are still legal but basically what an avatar lead is we’ve taken the prerecorded messages and cut them up into several bite size pieces. And we have a live telemarketer who is operating which buttons to push and what sound bites to play the message for. So you can have a conversation with the person when the telemarketer is not really talking they are using sound recordings. Why wouldn’t the telemarketer just talk? With this type of lead and this type of system, you can hire people in the Philippines, or in India who have a bad accent, don’t speak very good English, know enough to talk it and speak it so can have the conversation but their not talking the words so you’re getting a perfectly clearly, speaking English person on the recordings where the Philippine or Indian or somebody is pressing the buttons to play the sounds through the phone so the person on the other end is having a conversation. Those little buttons, the first one as soon as somebody answers they’ll pick up the phone and say “hello” then the avatar will push the button that says “hello, hi, how are you today?” they’ll wait for a response and based on the response, the avatar will go into the final expense presentation. They’ve got about 50 different buttons they can press; they can come back with rebuttals, ton of things. So that’s what an avatar lead is, it’s a telemarketer lead that uses somebody in a foreign country but uses an English sounding person speaking on the phone because their using those recordings. We can get those cheaper than we get a telemarketing lead for because you can pay somebody in the Philippines less than you can pay somebody here in the states or a good sounding telemarketer. SO those are the three different types of telemarketer; cold call with a live telemarketer, voice broadcast, and avatar. That’s telemarket Final Expense Leads leads, telemarket Final Expense Leads leads work pretty good, but don’t make it your only source of leads and we did another video that goes through why a telemarket lead won’t last long term, so if you haven’t seen that one yet I suggest you watch that one as well.

Final Expense Leads Internet

Internet leads is next, that’s number 3 of the different lead types, remember there’s six different Final Expense Leads types, so far we have done direct mail, we’ve done telemarketing and the next one is going to be internet based leads. Now what’s an Internet based lead? Well its what it sounds like, somebody is on the internet they’ve clicked on some sort of advertisement that takes them over to a little form that they can fill out, maybe there’s a video on that page, or some information about burial insurance to get your free quote, fill out this form. SO they fill out the form requesting some additional information and as soon as they hit the submit button that goes through the lead companies computer system and it sends it out to whoever has signed up to purchase leads in that zip code where that person lives so that could be 5 agents whoa re going to get that lead at the same time, it could be 2, it could be 10, but typically there’s no cap on that, the lead companies are going to tell you there is, but you’re gonna notice if you’re not the first one who picks up the phone and calls them, by the time you do call them they’ve already been talked to they already have it in place or there so upset there getting so many calls so internet leads, they’re typically cheap because their sold to many different agents at the same time, they’re sold later down the road as an agent internet lead that’s typically the time to buy them 30 days down the road when nobody else is calling them because now you can call them, they’ve cooled off, and not so upset that they received so many calls before and maybe their ready to buy then.

Final Expense Leads TV Leads

The next type is television lead and a television Final Expense Leads is gonna come in two different types of leads as well. One type of television lead is gonna be the type where somebody is watching television and an ad comes on, a commercial comes on and it talks about burial insurance, and that’s what the commercial is specifically about. I just watched one the other night from Angel Care insurance services or something, it was a 1-minute commercial and it talked specifically about burial insurance and the entire time ahs a toll free number you can call and get additional information. You can probably apply for the coverage over the phone. But that’s one type, now the other type of television lead is the type that’s, maybe it’s a commercial about receiving free prescription drugs or assistance for your high prescription drug cost. So this type of television lead, they are enticing them to call into the number because once they call into that number before they get the information on the free prescription drug program, their gonna ask them its an IVR system so its an automated system so the person can’t just say what’s the information on the prescriptions they go through this long, big questionnaire and they’re asking 10,12,15 questions about different product types. Their asking are you on Medicare, are you diabetic, do you need diabetic testing supplies, would you be interested in a home alarm system, would you be interested in getting a quote form burial insurance, would you be interested in getting…like 10 different things so their calling about prescriptions and help with that, but their being talked into turning that into a lead for 10 different things, up to 12 different things. If the person is interested I burial insurance then their going to sell that to a final expense agent. If their interested also in Medicare than their also gonna sell that lead to a Medicare agent, if their interested in diabetic testing supplies their gonna sell that to a company that sells diabetic testing supplies, if their interested in the emergency medical system “help, I fell and can’t get up” that thing they wear around their neck their going to sell this lead to that person so that’s the second type of television lead. Another thing bout television leads, is it’s hard to narrow the market down into your local vicinity. So if you’re working with a group of agents, that might work because you can go into a broader area, like a state or tri county state or something like that. So that’s television leads, that’s number 4.

Final Expense Leads Miscellaneous

Number 5 is going to miscellaneous leads. Miscellaneous leads that’s gonna be things like maybe your doing newspaper ads, maybe your doing some seminars, maybe your doing some social media advertising and your trying to generate some of your own leads which every agent needs to do, all of those will work if done but they have to be done consistently and over time. That’s not something you can just turn on and start getting leads right away. Like a newspaper ad, if all the experts that do stuff with newspaper, its about repetition so fi your newspaper ad is in there repeatedly and somebody is used to seeing that over a six month period of time you might start getting some traction off of that. So the miscellaneous stuff you have to continue to work at and do but there all great ideas, if you have some of the time to do additional marketing on your own, I highly suggest it.

Final Expense Leads Referrals

Type number 6 is going to be a referral Final Expense Leads, now this type of lead that it probably is second favorite except for when somebody is calling you and saying they w ere referred to you by so and so, that’s typically going to be a sale, I love getting those now the other type of referral lead is you’re asking for referrals, those are typically good as well too. But the ones that are actually calling you those work great. SO make sure and we are having another video that shows you specifically how to get referrals, so make sure that you are, utilizing all different types of lead sources; you need to have one or two main and my personal recommendation would be start with telemarketing and at the same time your starting with telemarketing get your direct mail leads going if you can afford to, if you can’t afford to keep getting telemarket leads putting money back, getting something set up so you can eventually get onto a direct mail campaign. So start heavy with telemarketer, move into direct mail as soon as you can, as soon as you moved in direct mail start cutting back on the telemarketing leads because maybe your direct mail is coming in now, you’re getting 15 of those well you should still get 10, 10 a week of telemarket. Keep those leads coming, stay away from the Internet leads for the most part; TV leads could work depending on your individual situation. Miscellaneous always be doing some other misc. stuff whether its seminars, social media advertising, if you have the time for that stuff if you’re too busy because you have enough other leads coming in just work those leads and then the last one is always make sure your asking for referrals.

SO this is our video on different Final Expense Leads for agents in the final expense market. If you liked the video, make sure you do a thumbs up and if you haven’t yet subscribed to our YouTube channel, please do that as well. If your subscribed to our channel your gonna get a notice each time we upload a new video which is twice a week typically, we do a question of the week and a training of the week we want to send you notices each time we do that and in order to do that you’ve gotta subscribe so subscribe to our Youtube channel and we are FEXsuccess.com, thanks and have a great day!

Matt McCray is an Agent and Success Coach for agents in the final expense niche' market. Matt has been selling final expense since 2002 and has helped thousands of agents become successful in this industry.